The Buyer & Seller Podcast with Fexingo: Business Brokers, Exits, and Private Sales Explained

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down the remarkable sale of a 12-person managed IT services provider in Austin that sold for 40 times EBITDA. The key? Long-term, scalable contracts with built-in price escalation clauses and a client retention rate above 95 percent. Lucas walks through the specific financial structures, the role of the three-year client commitmen...

In this episode, Lucas and Luna unpack the mechanics behind a pool service business that sold for 35x EBITDA. They explore why route density and recurring service contracts command such high multiples, how the seller optimized his routes before listing, and what buyers like private equity firms look for in these businesses. Using the pool service as a case study, the hosts break down the concept o...

In Episode 80 of The Buyer & Seller Podcast, Lucas and Luna break down the jaw-dropping sale of a 12-truck residential plumbing company in Phoenix that went for 45x EBITDA. The secret wasn't growth — it was contract structure. The seller converted all work to annual service agreements with guaranteed response times, creating recurring revenue that private equity firms bid up aggressively. Lucas wa...

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down how a small landscaping company in Northern Virginia sold at 30 times EBITDA—nearly double the industry standard—by converting 90% of its one-off clients to annual contracts. They walk through the owner's strategy: starting with a simple fall cleanup offer, then layering in spring aeration, mosquito control, and holiday light...

In Episode 78 of The Buyer & Seller Podcast, Lucas and Luna break down how a small Florida-based pool cleaning service—three trucks, twelve routes, no website—sold for 35 times EBITDA. The buyer wasn't paying for chlorine or filters. They paid for the route density map, the renewal rate data, and the customer lifetime value spreadsheet that the owner had been quietly building for eight years. Luca...

In this episode of The Buyer & Seller Podcast, Lucas and Luna examine how a small family medical practice in suburban Ohio achieved a 25x EBITDA valuation by leveraging patient adherence data and chronic-care management programs. They break down the specific revenue streams — Medicare chronic-care management billing, prescription adherence tracking, and annual wellness visit data — that attracted...

Lucas and Luna dive into the story of a mid-sized commercial laundry service in the Midwest that sold for 30 times EBITDA — more than double the industry average. The secret wasn't flashy tech or fancy contracts. It was route density: the operator consolidated five overlapping delivery routes into three, slashed fuel costs by 18 percent, and increased stops per driver from 12 to 19 a day. Lucas ex...

Episode 75 of The Buyer & Seller Podcast. Lucas and Luna break down the sale of a small dry cleaning chain in St. Louis that achieved a 30x EBITDA multiple — triple the industry average. The secret wasn't fancy technology; it was a decade of handwritten route data and a simple digital log that proved customer retention and predictable drop-off patterns. We trace how the owner turned a mundane oper...

Lucas and Luna break down a real recent deal: a three-partner CPA firm in suburban Denver that sold for 19 times EBITDA. The twist? Its value came not from audit work or advisory but from a massive base of individual tax-return clients who come back every single year. Lucas walks through the revenue mix, the retention curve, and why a buyer paid a premium for what looks on paper like low-margin co...

In this episode, Lucas and Luna examine how a regional bakery chain in Portland, Oregon, achieved a 25x EBITDA multiple when it sold to a private equity-backed consolidator. The key driver wasn't brand loyalty or foot traffic—it was long-term wholesale contracts with school districts and grocery chains, which provided predictable recurring revenue. The hosts walk through the deal structure, the ro...

This episode breaks down the sale of a small precision machine shop in Ohio that specialized in aerospace-grade titanium parts. The business had only $2.2 million in revenue but sold for a stunning 22x EBITDA — more than double the typical multiple for small manufacturing. The key? A single certification: AS9100D, the aerospace quality standard. Lucas and Luna walk through how the owner initially...

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down the sale of a small electrical contracting business in suburban Ohio that closed at 17 times EBITDA — roughly 50 percent above the typical multiple for a trade-services firm. The owner had 14 employees, about $2.3 million in revenue, and what looked like a pretty standard commercial-residential mix. But a closer look at the b...

In Episode 70, Lucas and Luna drill into a specific deal: a two-location general dentistry practice in suburban Ohio that sold for 12 times EBITDA. They unpack the three factors that pushed the multiple above the typical 6–8x range for dental practices — a high patient recall rate (82%), an in-house membership plan with 1,400+ enrollees, and a hygiene-driven production model that didn't depend on...

Lucas and Luna dive into the surprising sale of a three-person insurance agency in Boise, Idaho, that fetched 27 times EBITDA. The secret? A decade of meticulously tracked policy renewal data that let acquirers predict future cash flows with near-certainty. They unpack how recurring revenue models differ in insurance versus SaaS, why renewal data can be worth more than the policies themselves, and...

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down the sale of a small specialty metal fabricator in the Midwest that sold for 14 times EBITDA. The key driver wasn't recurring revenue or a software platform—it was a proprietary annealing process that competitors couldn't replicate. The hosts walk through how the founder built the process, how a strategic buyer from Germany va...

In Episode 67 of The Buyer & Seller Podcast, Lucas and Luna unpack an astonishing small-business exit: a three-location laundromat chain in suburban Chicago that sold for 30 times EBITDA. The premium wasn't from real estate or even revenue — it came from proprietary data on machine utilization, detergent refill cycles, and customer dwell time. Lucas walks through how the owner embedded IoT sensors...

Lucas and Luna break down how a small pet supply company called Tail & Tread reached a 30x EBITDA multiple by leveraging subscription box data to predict churn and optimize inventory. They walk through the specific revenue metrics—60% gross margin, 95% annual retention, and a 0.3% monthly churn rate—that drove the valuation. You'll learn how the owner used customer lifetime value data to negotiate...

Lucas and Luna break down how a mid-sized commercial HVAC company in Phoenix sold for 22x EBITDA by shifting from reactive repair to recurring preventive maintenance contracts. The episode walks through the three-year transformation: how the owner replaced 80% of revenue with monthly agreements, hired a dedicated salesperson for contracts, and retained 94% of customers annually. They also discuss...

In this episode, Lucas and Luna examine how a small pest control company in Ohio achieved an 18x EBITDA multiple by converting 85% of its customers to annual contracts. They break down the specific contract structure, the renewal rates, and why buyers in the home services space are willing to pay a premium for predictable subscription-like revenue. Listeners will learn how one owner grew from a si...

Lucas and Luna dive into why a mid-sized landscaping company in Ohio sold for a stunning 20x EBITDA multiple. They break down the three specific recurring revenue streams the owner built: annual lawn-care contracts, seasonal snow removal subscriptions, and a monthly mulch replacement program. The conversation explores how predictable cash flow, low customer churn, and operational leverage through...

Lucas and Luna examine how a single-location independent pharmacy in suburban Ohio sold for a stunning 15 times EBITDA — not on prescription volume, but on the data it generated. The owner, a former hospital pharmacist, built a system that tracked patient medication adherence and shared anonymized reports with two local accountable care organizations. Lucas breaks down the math: 1,200 patients wit...

In this episode, Lucas and Luna break down how a single-location dog grooming business in Austin, Texas, sold for 14 times EBITDA by building five distinct recurring revenue streams: membership plans, prepaid bath packages, retail subscriptions, daycare memberships, and a mobile grooming route. They walk through the specific numbers: how the owner shifted from 80 percent one-time customers to 60 p...

Lucas and Luna break down the surprising case of a two-location dry-cleaning business in suburban Chicago that sold for 10 times EBITDA — a multiple typically reserved for software companies. They walk through how the owners shifted from walk-in cash customers to a route-based subscription model, locking in recurring revenue that transformed the business's perceived risk. Along the way, they discu...

Lucas and Luna dissect the astonishing sale of a three-location car wash chain that achieved a 22x EBITDA multiple — nearly double the industry average. The secret? An unlimited monthly wash membership program that converted 68% of customers into subscribers, creating predictable revenue that buyers craved. They walk through how the owners built the program, what it took to make the math work at $...

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down the sale of a small CrossFit-style gym that achieved a 16x EBITDA multiple — far above the typical 4-6x for fitness businesses. The secret: $380,000 in annual recurring membership revenue with 85% gross retention and zero reliance on drop-ins or personal training. Lucas walks through the seller's playbook: converting month-to...